Client: 

E2open

Location: 

Foster City, CA

$74 Million Software-as-a-Service (SaaS) Company (Nasdaq: EOPN) with Venture Capital Investors including Crosspoint Venture Partners, JK&B Capital and Invesco Private Capital

Challenges
  • As leadership prepared for Initial Public Offering (IPO), scaling the global sales team through aggressive hiring ramp became a fundamental lever to maximizing revenue growth
  • While properly positioning the company in the marketplace, marketing and sales leadership lacked the capacity to equip sales professionals with messaging and business cases that articulated compelling value
  • Growing volume of sales cycles concluding in “no decision”
    Lack of common sales process inhibited forecast accuracy and sales team productivity
Results
  • Accelerated bookings from $56.9 Million (2010) to over $125 Million (2013) while the number of new customer logos acquired grew from 13 to 24 in the same three-year period
  • Enhanced delivery of differentiated messages to buyers through enablement of tenured and new-hire sales professionals with buyer-level messaging framework and related sales kit assets
  • Accelerated time to “revenue positive” for new sales hires through tailored on-boarding curriculum and interim sales enablement services coupled with on-going coaching
  • Significantly reduced “losses” to “status quo” by reinforcing discovery techniques for amplifying buyer pains and equipping sales teams with business case models that prove undeniable return on investment
  • Tailored sales methodology to align sales process with buying journey while improving forecast accuracy and field productivity

“When we needed to bring scalability and repeatability to our revenue operations to enable our rapidly expanded sales team, we looked for a partner that could unite our sales, marketing and solution teams to effectively empower our sales professionals. With Mereo’s guidance our entire sales organization is consistently delivering a more compelling and relevant message to our buyers.”

DAVID PACKER
Chief Sales Officer & Executive Vice President, Global Sales